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SLED Market Sales Director

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Summary

To continue to drive and maintain the growth of our business, Four Inc. is seeking an experienced State, Local, and Higher Education (SLED) Market Sales Director to lead Four Inc.’s strategic SLED business efforts under our public sector channel program.

In this position, you will play a pivotal role in expanding Four Inc.’s SLED market presence, identifying and securing strategic contract vehicles, developing sales partnerships with existing and new technology vendors, and building and maintaining strategic relationships with SLED customers and respected procurement organizations. In addition, lead Market Intelligence efforts to help craft informed and tactical GTM strategies, provide subject matter expertise representing Four Inc. at strategic events, and build strategic channel partnerships with SLED Value-Added Resellers and solutions providers. The SLED Market Sales Director will help us deliver exceptional value through our channel to customers throughout the U.S. SLED market segment.

Essential Functions

  • Lead the Four Inc. SLED business sales strategy and execution.
  • Own the growth strategy for the SLED account landscape, including target agencies, contract vehicles, partner motions, priority pursuits and achieve growth goals.
  • Establish and maintain strong relationships with Four Inc.’s portfolio of manufacturers and partners to understand their SLED strategies.
  • Increase contract utilization of Four Inc.’s existing SLED contract portfolio.
  • Develop and implement comprehensive capture and management plans for targeted SLED contract vehicles, including business case justifications, win strategies, and pricing strategy recommendations.
  • Foster strong relationships with key SLED decision-makers across the SLED market.
  • Actively engage in territory planning, relationship development, and new opportunity identification, collaborating with account sales teams, manufacturers, and partners.
  • Develop best practices training for all stakeholders to understand contract requirements, regulations, and management and reporting requirements, with comprehensive ownership from contract award to closeout.
  • Collaborate closely with staff across the Four Inc. team to ensure an effective go-to-market strategy and active marketing of the SLED program.
  • Bring market insight into our ecosystem by monitoring agency priorities, procurement trends, competitor activity, and emerging technology needs across SLED marketplace.
  • Maintain a disciplined pipeline, accurate forecasts, and strong opportunity governance to consistently perform against revenue goals.
  • This position requires occasional business travel, generally anticipated to be 2–3 trips per quarter. Travel may occur in concentrated periods based on business needs, customer engagements, conferences, partner meetings, and other strategic priorities. While travel is not expected to be continuous, the employee must be comfortable with periods of increased travel when business requirements dictate.
  • Uphold Four Inc.’s core values and guiding principles in all interactions, decisions, and responsibilities.
  • Other duties as assigned.

Qualifications

  • Bachelor’s degree in business administration or a related field.
  • 5–10 years of SLED IT sales and acquisition experience.
  • Familiarity with state and local acquisition contracts and sales cycles – Specifically NASPO, OMNIA, TX DIR, and SourceWell.
  • Strong leadership and management skills, with the ability to inspire and motivate team members.
  • Proven ability to adapt to evolving market dynamics and industry trends, with a forward-thinking mindset to anticipate and capitalize on emerging opportunities.
  • Knowledge of the enterprise sales process, including RFPs/RFQs/RFIs, proposals, and public sector teaming arrangements with strategic resellers, systems integrators, and other partners.
  • Demonstrated understanding of complex enterprise software and hardware sales cycles, technology solutions, and industry terminology.
  • SLED event and tradeshow experience representing value propositions to prospects to identify opportunities and build pipeline.
  • Excellent analytical, problem-solving, and decision-making abilities.
  • Exceptional communication and interpersonal skills, with the ability to collaborate effectively with internal and external stakeholders.
  • Excellent computer skills and proficiency in MS Office applications, Customer Relationship Management (CRM) experience, and understanding of workflow and other support systems.
  • Ability to manage and contribute to a strong team environment, with a proven ability to manage issue resolution processes and provide excellent customer service.
  • Ability to function in a matrixed leadership environment, serving as an overlay to multiple sales teams and various business functions.

 

Physical Requirements

The work is generally sedentary and performed in an office or remote setting; however, some travel to government or partner sites may be required. The position may require:

  • Visual acuity to view computer screens, read technical documents, and perform data analysis and data entry
  • Ability to sit or stand for extended periods
  • Manual dexterity sufficient to operate a keyboard, mouse, and other office equipment
  • Occasional lifting or carrying of equipment, boxes, or documents (typically under 40 lbs)
  • Ability to hear and speak clearly in virtual and in-person meetings